Partner Development Management

• Job number 1417262

The Partner Development Manager - Recruit (PDM-R) is an important contributor to Microsoft's partner engagement strategy as part of the Global Partner Solution (GPS) business. Microsoft aspires to offer the most comprehensive, inclusive, and profitable partner network in the industry. GPS leads this effort in recruiting new partners, building solutions together, creating vibrant routes to market, and selling with impact to our joint customers. The goal of the PDM-R is at the start of this journey. The PDM-R Identifies, qualifies, engage, and enables strategic partners to develop new solutions on the Microsoft platform. With these new partners and solutions on the Microsoft Cloud Platform, we can better provide the right partner, at the right time, to solve customer business challenges.

Responsibilities

The PDM-R (BizApps) is responsible for recruiting new Microsoft Partners for BizApps. The PDM-R researches Industry and customer needs to identify where Microsoft has gaps in its portfolio of partners to meet customer needs or, there are opportunities to disrupt the marketplace with new and differentiated solutions and services that can transform business for Microsoft customers. The PDM-R leads the 360 degree business relationship with companies through the process of bringing new solutions to market. The PDM-R engages at the very highest level of executives building trust and by developing joint business plans defining Go-To-Market strategies, driving implementation of all aspects of the strategy and by orchestrating relationships between the partners technical, sales and marketing teams and Microsoft’s to achieve sales targets.

The PDM-R represents Microsoft to new partners, communicates our strategy, sells our vision and brings partners along in the digital transformation journey. The outcome will be to drive application development, long-term revenue, cloud consumption and digital transformation through a set of cloud applications leading to workload/industry based co-sell.

The Partner Dev Manager – Recruit will work with strategic partners to join Microsoft Cloud Platform and build solutions that will provide a unique expertise and solve customers’ business challenges.

Key responsibilities include:

BizApp Partner Recruitment Strategy and Planning - Develop Partner Recruit Strategy and Compete Plan: research, qualify and analyze potential new partners, articulating market insights about competitors. Create Recruit strategic partners target list based on Recruit Council, Capacity Plan, Industry Solution Categories and Segment priorities. Target list of highest value solution for the territory.

Build a trusted advisory relationship with partners - Builds expansive network with Business and Technical managers: sharing ideas, perspectives, building trusted advisory reputation within partner team. Create Executive Sponsorship and Relationships to build trust and drive for commitments.

Build New Solutions – Secure partner commitment to build net-new solutions on Microsoft cloud platform. Evangelize profitability of MS relationship, MS value proposition, quantify market opportunity and align expectations on engagement, deliverables, SLA, programs and services. Coordinate engagement of teams required to enable/skill up partner and manage solution development.

Drive business growth - Accountable for the growth of the business across the solution area partner portfolio, aligned with the Channel Management & Co-sell team, inclusive of expected partner impact. Drive business performance measured by revenue (usage & consumption), customer acquisition, apps, as well as the support global expansion. Demonstrate account management excellence through high quality interactions with the partner, and through well-orchestrated interactions between partner executives and Microsoft executives.

Partner Experience – Execute timely and appropriate transfer of partner to partner management teams for long-term partnership, or transfer partner to programmatic assistance when no longer appropriate for PDM-R engagement.

Qualifications

• Extensive experience in core sales experience, partner channel development, business development, alliance management in the technology industry
• Executive presence and ability to influence business leaders through business value propositions
• Experience with technology platforms and developing new solutions
• Working knowledge of cloud business models & how apps/services are brought to market
• Strong experience of managing virtual teams across functions and geographies:
• Inclusive and collaborative – driving teamwork and cross-team alignment
• Strong partner relationship management and solution development skills
• Strong communication and presentation skills with a high degree of comfort
• Challenger mentality leveraging internal and/or external resources, conflict resolution, and follow through
• Bachelor's degree desired (Sales, Marketing, Business Operations) MBA preferred

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